06/02/2026
A friend said something to me recently:
“If people only KNEW the s**t we endure to get loans closed. It’s crazy.”
And for reals, she’s not wrong.
Most people think our job is mortgages.
The truth is, the actual mortgage part is a surprisingly small percentage of what we do.
The real work is navigating human emotion.
It’s taking the innate stress that comes with buying, selling, investing, and moving.
It’s dealing with partners who haven’t learned how to emotionally regulate themselves.
It’s supporting clients through some of the biggest financial decisions of their lives.
It’s carrying fear that isn’t yours.
Pressure that isn’t yours.
Urgency that isn’t yours.
And no, my lack of emotional escalation isn’t because I don’t care.
It’s because I’ve been doing this long enough to know that most of the things people are panicking about rarely play out the way they think they will.
I’ve heard, “The seller is going to cancel if we don’t do XYZ.”
I’ve heard, “If we don’t have this by today, the deal is dead.”
I’ve heard every version of the sky-is-falling scenario imaginable.
More times than an human could possibly count.
And, I’ve personally never seen most of those fears materialize.
I’m sure it happens.
I’ve just found that with good communication, creative problem solving, and an effective agent negotiating on behalf of their client, most situations can be worked through.
That’s literally the real estate agent's job. Negotiations.
The biggest part of this job is having the ability to take the stress and transmute it… absorb it and alchemize it… into solutions, clarity, and calm.
Because if you simply pass it on to the next person, you’ve become part of the problem, not part of the solution.
The best originators aren’t necessarily the ones who know the most guidelines.
They’re the ones who can remain centered while everyone else is losing their minds.
That’s the real skill.
Not mortgages.
Mortgage is easy.
Emotional regulation is hard.
